Case Study: EBSCO achieves 30% new business growth and 99% customer retention with SAP Ariba

Leading Information Services Provider Drives 30 Percent Growth and 99 Percent Account Retention

EBSCO, a leading information services provider, needed to give corporate customers easier ways to procure and manage its vast content while cutting costs and improving spend visibility. The company also faced the challenge of promoting a complex global catalog—including hundreds of thousands of serials and eBooks and access to millions of print titles—while staying ahead of technology-driven competitors.

EBSCO launched the EBSCO Information MarketPlace, a web-based ordering and management service on the Ariba Network that uses PunchOut, cXML automation and Ariba Sales Acceleration to expose its comprehensive catalog. The initiative drove a 30% increase in new business, a 99% customer retention rate through the Ariba channel, a 100% increase in electronic ordering, reduced administrative work and paper use, and earned the Ariba 2010 Excellence Award.

EBSCO

Chip Graham

Marketing Director